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Uso y abuso de la persuasión.


"Sí al abad se le pregunta si se puede rezar mientras se fuma, dirá que sí; si le pregunta si se puede fumar mientras se reza, dirá que no"... Álvarez Cascos dixit. Durante el pleno del Congreso del pasado 1 de Abril (de 1998), el vicepresidente Cascos hizo alusión a este juego de palabras en respuesta a una pregunta de la diputada Cristina Almeida respecto a sus presuntas conversaciones con el abogado de José Amedo en 1994, cuando el PP estaba en la oposición.
Lejos de ser original, la recomendación del vicepresidente Cascos a la diputada Almeida es, en realidad, un antiguo cuento sobre el arte de la persuasión, que cualquier lector interesado puede encontrar en el libro "Influencia, poder y persuasión en los negocios", de Quentin de la Bedoyere. El cuento completo viene a ser algo así:
Había una vez un par de monjes, benedictino uno y jesuita el otro, que eran amigos y ocasionalmente se encontraban para charlar. Parece ser que tanto el jesuita como el benedictino eran grandes fumadores; y compartían ese problema. Como todos los días debían pasar largos períodos de tiempo en oración en sus respectivos conventos, sufrían gravemente la privación del tabaco. Resolvieron entonces discutir el asunto con sus respectivos superiores y, en la semana siguiente, comunicarse el resultado.
En la reunión convenida, el jesuita le preguntó al benedictino cómo le había ido. "pésimamente", replicó éste. "Le dije al abad: ¿me da usted permiso para fumar mientras rezo?, y se puso furioso. Me impuso quince oraciones más de penitencia, en castigo por mi atrevimiento. Pero tú", refiriéndose al jesuita, "pareces muy contento, amigo mío. Y a ti, ¿cómo te ha ido?", le preguntó el benedictino al jesuita.
El jesuita sonrió. "Hablé con mi superior", dijo, "y le pedí autorización para rezar mientras fumo. Y no sólo me autorizó sino que además me felicitó por mi devoción".
¿Por qué el jesuita había tenido éxito y el benedictino había fracasado?. Obviamente los dos habían solicitado lo mismo. ¿Cuál era la diferencia?. La diferencia está en la estrategia. El jesuita fue mejor estratega que el benedictino. La clave estaba en "ponerse en la piel del otro". Y aquí, como en casi toda negociación, el orden de presentación es siempre una clave estratégica.
¿Qué percibió el superior del benedictino?: que debía autorizar que una actividad religiosa fuera contaminada por un hábito mundano ("... fumar mientras rezo"). ¿Qué percibió el superior del jesuita?: que debía autorizar que un hábito mundano fuera elevado por una actividad religiosa ("... rezar mientras fumo"). En otras palabras, el monje jesuita fue mejor persuasor que el benedictino.
La moraleja es obvia: para convencer a otros, tener una estrategia siempre es mejor que no tenerla. O mejor aún: si se tiene la estrategia adecuada se puede controlar la manera en que el receptor de nuestro mensaje percibirá nuestra intención (aparente), pues dándole un marco adecuado (a nuestros intereses) se puede formar un juicio (en realidad, erróneo) sobre nuestra intencionalidad última. Es, en fin, el arte de la persuasión.
Pero una vez descubierto el truco del persuasor, la cuestión está en descubrir su intención última, no la aparente con la que pretende persuadirnos

de la honestidad de sus intenciones. No obstante quizá no haya que descalificar "a priori" la estrategia del persuasor si la finalidad es beneficiosa para ambos, persuasor y persuadido. Es el caso del que nos ofrece un buen producto por una buena relación precio/calidad. Ahora bien, si para conseguirlo ha de manipular los instintos (caso de la publicidad de contenido erótico o directamente sexual) o las expectativas (caso del político que promete acabar con el paro o el terrorismo en un santiamén), entonces el persuasor ya no juega limpio. Manipula, porque, aún deseando quizá con toda la buena intención la satisfacción del persuadido, convierte a éste en un objeto, en alguien incapaz de reconocer por sí solo la "bondad" de las intenciones del persuasor.


Fuente: El pensador Sistémico

50 comentarios:

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Hola Hector,
Interesante concepción.
El dominio de las estrategias es importante para poder tener finalmente una estrategia definida y alternativas frente a un objetivo temporalizado.
De hecho cuando alguien asume una posición debe de establecer una Estrategia y ubicarse en un entorno de sistema, donde le sea posible mantener la ventaja con acciones proactivas.
La teoría de los juegos, para los economistas, utiliza mucho de las concepciones sistémicas para modelizar entornos de conflicto, donde las estrategias permiten encontrar una alternativa de solución al conflicto o problema.

Buen Blog, sigue escribiendo.

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